#Sales #Money #Learning # Self development
Unlock sales success! Master proven techniques, close more deals, and crush your quotas with these game-changing sales strategies. #SalesTips #ClosingDeals #SalesTraining #B2BSales #SalesHacks
Unlock sales success! Master proven techniques, close more deals, and crush your quotas with these game-changing sales strategies. #SalesTips #ClosingDeals #SalesTraining #B2BSales #SalesHacks
Category
🛠️
LifestyleTranscript
00:00So I'm going to jump into a couple things really quick. I got three different things, again, from our live trainings we did.
00:05The first thing I want to talk about really quick is objections. New insurance agents struggle with objections.
00:12But you don't have to. So I'm going to give you three simple steps really quick. I call it the three A's.
00:20I love putting everything into easy steps that anyone can duplicate, replicate, implement into your business.
00:26These are the three A's to overcome every objection you ever get. Who's ready for that?
00:30Would that be cool if you actually walked out of here with specific steps to overcome objections?
00:37Okay. The first A is agree. You cannot be disagreeable.
00:44Most insurance agents are trained that when someone says, I'm not interested, to say, well, what do you mean you're not interested?
00:50You don't have enough information yet. That's kind of combative, isn't it? That's kind of disagreeable.
00:55That kind of doesn't work either. Okay. So step one, agree.
01:00It doesn't mean you totally agree 100% with what they're saying, but it means you understand where they're coming from.
01:09And it means you're ready to get closer to the sale. Am I right?
01:13Who's ready to get closer to the sale? Okay. So step one, agree.
01:16They say, hey, I'm not interested. Perfect. Thanks for sharing that, right?
01:22Second A, answer their objection.
01:27Agree, answer, and ask.
01:31I believe in always finish with a question.
01:34That keeps you in what? Starts with a C.
01:37Control, man. Keeps you in control. Keeps the conversation flowing.
01:40Keeps you in control.
01:41And it has them responding to you.
01:45The psychology of finishing with a question is powerful.
01:48Because when someone asks you a question, what do you typically do?
01:53You answer it.
01:54It's human nature, am I right?
01:56So, you're on the phone, because this is all about phone and objections this morning.
02:00I'm not interested.
02:03Absolutely. Thank you for sharing that.
02:05It's my job to just drop off the information.
02:07It's totally up to you with what you do with it.
02:08So, should I drop this thing off?
02:09What do you think?
02:10In the morning or in the afternoon?
02:12Which is better?
02:15Does that help?
02:15Who does that help?
02:17Already, right?
02:18We're all about delivering value, and I want to do it right off the bat on day two.
02:22Agree, answer, and ask.
02:25Someone shout out an objection.
02:26Question.
02:31Already got insurance.
02:33Excellent.
02:34It's not my job to come and change everything.
02:36It's just my job to deliver the important information that you're wanting.
02:39So, I'm going to be there on Thursday.
02:41Is morning or afternoon better for you?
02:43Okay, who's next?
02:44Is this free?
02:46Thank you so much for asking that.
02:48Great question.
02:50Social Security provides $255 to help with final expenses.
02:53The information's free.
02:54For me to come out's free.
02:55And it's my job to get you some important information because I'm the local field underwriter.
02:59I'll be there Friday.
03:00Should we hang out in the morning or afternoon?
03:01When should I drop this off?
03:02Who's next?
03:04I need to think about it.
03:06And you know what?
03:08Let's use this at the end of the appointment.
03:09How about that?
03:10Right?
03:11Who's ever gotten, I want to think about it.
03:12I want you to call me back.
03:13I wasn't planning on using this one, but this one's good.
03:16You ready?
03:17I've got two variations.
03:19I learned this from Brian Tracy, The Art of Closing the Cell, about a decade ago.
03:24I was listening to his audio book.
03:25Again, The Art of Closing the Cell by Brian Tracy.
03:27I was listening to his audio book as a new agent every single day because I had zero sales
03:32experience.
03:33No clue what I was doing.
03:35I was good at being personable, warming people up.
03:38I learned that was important.
03:39But I've got a no-call-back clothes that I learned from him that I use every time someone wants
03:46to think about it, every time someone wants me to call them back.
03:49And you can use it too.
03:50Eric's used it.
03:51Am I right?
03:52So when someone, because when Brian Tracy's audio book, he says that he would go around to
04:01all these homes as a new salesperson.
04:03And he had all these people saying, Ernesto, I want to think about it, man.
04:08I want you to call me back.
04:09I'm not sure.
04:10I'm not ready.
04:11And before you knew it, he had like 40, 50 people thinking about it.
04:14He thought that everybody was going to call him back.
04:15Everybody was going to buy it.
04:16He was going to have all this business.
04:17He wouldn't even know what to do with it.
04:19Anybody ever felt that way?
04:22It doesn't work that way, in case you were wondering.
04:24He quickly learned that when he got, I want to think about it, 72 times, and that no one
04:34called him back, that I want to think about it, and I want you to call me back, is polite
04:38customer speak for goodbye forever.
04:42We will never meet again.
04:45Who feels that way?
04:46Then stop listening to it.
04:49I also believe, and I'm going to give you the actual close in a second.
04:57I also believe that how you make decisions is how your prospect will make decisions to
05:07you.
05:08If you make decisions quickly, if you don't believe in calling people back, you don't
05:12believe in thinking about it, and you believe in I'm either doing it or I'm not, and I'm
05:15being honest with the person, and I'm talking about it right now, I don't think about stuff.
05:21If I want a car, my wife rolled up a, she surprised me with a Jaguar convertible a few
05:28months ago, a couple weeks ago, whatever, and the guy rolls up, and I test drive it, and
05:33I'm like, okay, you guys want, I don't know, 36,000, I'll give you 32,000 if you can get
05:40it done today.
05:41He's like, oh, we probably can't do that.
05:42Well, that's fine.
05:43I don't need the car then, right?
05:45I make decisions instantly.
05:48There's no reason to waste people's time, but because I buy that way, I expect others
05:53to buy that way, and they can sense it, and they can feel it.
05:57So if you're someone that deep down thinks about stuff and wants people to call you back,
06:02and you want people to think about it, right, and you want to think about it, then that's
06:07probably the main reason you're getting that objection, because I don't get it as much
06:10anymore.
06:12Think about that.
06:13It's a hard truth, but it's true, okay?
06:16So Brian Tracy, he had all these people saying, I want to think about it, and he finally got
06:21fed up with it.
06:23Who's fed up with, I want to think about it, I want you to call me back?
06:25Dude, I'm with you.
06:25So he finally said, you ready?
06:33He finally said, this is good now.
06:35He finally said, this is the no callback close, and I've got an aggressive version and a non-aggressive
06:43version that a lot of you have heard before.
06:45He simply says, with this no callback close, I understand that you want to think about
06:56it.
06:57Unfortunately, I have a no callback policy.
07:01You have everything you need to make an informed decision today, why don't you just take it?
07:09He tried that on his first appointment after getting about 40 people telling him he's going
07:12to think about it, and they said, well, if I can't think about it, then I guess I got
07:18to do it.
07:19So I'm sitting with an agent in Niagara, Missouri, several years ago, and we're sitting with
07:27Miss Mary, was her name, really was, and she said, $300 a month sale, we're about to close
07:34a $300 a month sale.
07:36When I get in front of big sales, I'm definitely not letting those go.
07:39Most agents, when someone, it's a big sale, most agents retract, because I don't want to
07:44screw this up, this is big, I don't want to get in the way, I don't want to take them
07:47off, right?
07:47When I get a chance to close a big sale, I get more aggressive, I move in harder, I
07:53don't retract.
07:55I was with an agent, and this lady, Mary, we were talking through the options, the benefits,
08:03the options, this is a big decision, I want to think about it, and I said exactly what
08:12Brian Tracy said, absolutely, I totally understand, unfortunately I have a no callback.
08:17policy, you have all the information you need to make an informed decision today, we
08:21get along great, it's saving you money, it's giving you more coverage, and it's putting
08:26some cash back in your pocket, obviously you should do this, why don't you go ahead and
08:31take it?
08:31And guess what she said, you want to know?
08:35She said, if I can't think about it, then I guess I have to do it.
08:45And she did.
08:46That's the non-aggressive version.
08:58Who wants the aggressive version?
09:00Are you guys aggressive or not?
09:03I know Ryan in the 10X hat's aggressive, all right, you ready?
09:06Okay.
09:06Here's the aggressive version.
09:11Because at the end of the day, we're helping people, right?
09:13Like, I talk about it all the time, and I tell agents, who helped a prospect more?
09:19The person that sold them $5,000, or the person that sold them $15,000?
09:26The wallet, all of us want to sell with our own wallet.
09:28We want to, we think we're helping them by not proposing something that they should be
09:34doing, that they need, and their family needs.
09:36When they pass away, which agent was more helpful to that family?
09:41Now, I'm not saying you oversell them stuff, I'm not saying you sell people the stuff they
09:43can't afford, but I'm saying you do the right thing.
09:47Because I believe, and I'm so sold on what we do, that we are one of the biggest helper
09:51professions in the world, as Frank Maselli said last year.
09:54I truly, truly believe that.
09:55So here's the aggressive version, you ready?
09:58I want to think about it.
10:00All at once, on the count of three, say, I want to think about it.
10:02One, two, three.
10:03I want to think about it.
10:06I completely understand.
10:10I have a, unfortunately, I have a personal no-call-back policy.
10:15And the reason that is, is I've had people tell me they want to think about it.
10:20Six months go by, they don't actually think about it.
10:26They pass away.
10:28And guess who their family blames for not helping them do what they should have done
10:32from the very beginning?
10:37I'm not going to let that happen.
10:39We get along great.
10:40You need it.
10:41You want it.
10:41You can afford it.
10:43Let's see if we can get you approved.
10:44What's your full legal name?
10:48Right?
10:50Who's ready for that one?
10:51Show of hands, who's going to try that?
11:00You guys are aggressive.
11:01I love it.
11:02All right.
11:03So there's objections.
11:05I got a couple more minutes.
11:07And I want to move.
11:08I want to move into a couple other things really quick.
11:13I want to move into some phone tips.
11:15Who wants some phone tips really quick?
11:16If you like that, you'll love this.
11:18Two hands.
11:19I love it.
11:19She's really ready.
11:20Okay.
11:21Phone tips.
11:22I got five of them really quick.
11:25The first one.
11:27Always assume the right person answered the phone.
11:30We are trained to do this.
11:33Hello, I'm looking for Betty.
11:34Hello, is this Betty?
11:36Are you Betty?
11:38I'm trying to reach Betty.
11:42They fill out the information.
11:44You know it's them.
11:46Which is better?
11:47Hello, I'm looking for Betty.
11:50Hey, Betty.
11:54Have you ever had a telemarketer call you?
11:57You're going to see who's honest.
11:58Have you ever had a telemarketer call you and they've said, I'm looking for Cody?
12:02No, you have the wrong number.
12:05Show of hands, who's done that?
12:07Yeah, me too.
12:09Okay.
12:09At least we're honest about it.
12:11Okay.
12:13So why do we do the same thing?
12:18Which one's more likely to get the proper response and get lied to less often?
12:23People don't want salespeople calling them.
12:24That's normal.
12:25It's human nature.
12:25I don't care if they fill the information or not.
12:27They're still a lead.
12:29But a lot of leads don't get sold because agents do not know how to work them.
12:37I truly believe I can receive any batch of leads.
12:44I don't care where it's from, who created it, and I can get a return on that batch of leads.
12:49I'm that confident in my ability.
12:51You need to be that confident in your ability.
12:54So hello, Betty.
12:57Okay.
12:57Second tip.
12:58I only use my first name.
13:02I don't use last name.
13:04Nobody cares.
13:04They're going to forget.
13:06I don't use company name because when I use company name and I say, well, hey, I'm with, you know, the 8% Dallas agency office.
13:13Well, who is that?
13:14I don't, it gives them a chance to interject.
13:16It gives them a chance to interrupt.
13:19It gives them a chance to take control of the conversation and ask a question.
13:22Is that good?
13:23No, it ain't good at all.
13:25It's my phone call.
13:27We're in control.
13:28We called them.
13:29They didn't call me.
13:31So I don't use it.
13:35Betty, this is Cody.
13:38Everybody can do that, right?
13:40Third thing.
13:41I don't ask, how are you?
13:43We don't even care yet.
13:46We don't.
13:47We really don't.
13:49I said that on a YouTube video one time and a dude commented, I care about everyone.
13:53You've been on the phone with them like eight seconds.
13:55I meant max, right?
13:58And I'm doing horrible today.
13:59Why are you calling me?
14:03That doesn't help the start of the call, does it?
14:05I don't ask, how are you?
14:07I ask questions.
14:08I know I'm going to get the answer to.
14:10I ask questions that are going to give me the right answer, okay?
14:14And that one, I don't have control over.
14:17I also don't pause.
14:18Here's the number one issue that agents struggle with.
14:23I'm going to give you the example of the wrong call.
14:25Not in this room, because you guys are forward thinkers.
14:28But if I was in another conference, most insurance agents, if I passed out leads to
14:3510 people, eight or nine would say this.
14:39And after I say it, you're going to throw up in your mouth, okay?
14:45Hello, I'm looking for Betty.
14:48Hey, Betty.
14:48This is Cody Askins with the 8% Insurance Office.
14:52How are you doing today?
14:53Hey, yeah, Betty, you went online and filled out a form saying you wanted a quote to buy
15:00life insurance.
15:04And then we pause.
15:05The pause is the killer of the call.
15:10Because guess what?
15:11It is.
15:12It is.
15:12Because guess what happens when you pause?
15:16What happens?
15:16Help me out.
15:18Lose control.
15:19They give you an objection.
15:20They say something they don't even mean.
15:21Dude, I'm not interested.
15:22What they're really said is, you have no game on the phone.
15:27You got to set up your game to get in front of me, right?
15:31So why do we pause?
15:33It's because maybe we don't know any better.
15:35Maybe somebody hasn't showed us.
15:36Maybe somebody hasn't trained us.
15:39Don't pause.
15:41Instead, I always finish with a question.
15:45That's the fifth tip.
15:46I always finish with a question 100% of the time, okay?
15:50I'll use Medicare, for example.
15:53This is Cody.
15:54I also love this phrase, I'm getting back to you.
15:57Sounds better than, you did this.
15:59Sounds like I'm yelling at somebody.
16:02I'm getting back to you.
16:05About your request for the new Medicare information.
16:09Now, I'm the local field underwriter.
16:11Should I drop this information off in the morning or in the afternoon?
16:18Or I'm the local field underwriter.
16:20I'll be out in your area, Nate, on Friday.
16:22Is morning or afternoon better?
16:23Who's in control of the call?
16:27Who has a better chance of getting the response that you should get?
16:31So why don't we do it that way?
16:33Oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh, oh
Recommended
0:42
|
Up next
1:50
8:04
0:31
0:34
1:00
0:32
7:14
0:46
2:11
2:55